30 Minutes to President's Club | No-Nonsense Sales

How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer | Ep. 293 (Sell)


Listen Later

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST


https://www.30mpc.com/course/discovery-course

--


ACTIONABLE TAKEAWAYS:

  1. Use Humbling Disclaimers: Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better.
  2. Dig Into Prospect Rumblings: Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue.
  3. Refine Bucket Questions: Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open.
  4. Follow a Clear Flow: Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable.


    CHARLES' PATH TO PRESIDENTS CLUB

    • Founder @ DiscoveryCoach.io
    • Sales Enablement Manager @ AlphaSense
    • Lead Revenue Enablement Manager @ CB Insights
    • Senior Sales Training Manager @ CB Insights

    • RESOURCES DISCUSSED

      • Discovery Course
      • Join our weekly newsletter
      • Things you can steal
      • ...more
        View all episodesView all episodes
        Download on the App Store

        30 Minutes to President's Club | No-Nonsense SalesBy Armand Farrokh & Nick Cegelski

        • 4.8
        • 4.8
        • 4.8
        • 4.8
        • 4.8

        4.8

        383 ratings


        More shows like 30 Minutes to President's Club | No-Nonsense Sales

        View all
        The Advanced Selling Podcast by Bill Caskey and Bryan Neale: B2B Sales Trainers

        The Advanced Selling Podcast

        350 Listeners

        Sales Gravy: Jeb Blount by Jeb Blount

        Sales Gravy: Jeb Blount

        575 Listeners

        The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople. by Brian Burns

        The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.

        1,120 Listeners

        The Official SaaStr Podcast: SaaS | Founders | Investors by SaaStr

        The Official SaaStr Podcast: SaaS | Founders | Investors

        174 Listeners

        Sales Influence Podcast by Victor Antonio

        Sales Influence Podcast

        325 Listeners

        The Martell Method w/ Dan Martell by Dan Martell

        The Martell Method w/ Dan Martell

        496 Listeners

        The Game with Alex Hormozi by Alex Hormozi

        The Game with Alex Hormozi

        4,385 Listeners

        Sales Logic - Selling Strategies That Work by Sales Logic Podcast

        Sales Logic - Selling Strategies That Work

        60 Listeners

        Grit by Kleiner Perkins

        Grit

        187 Listeners

        Next Level Podcast with Jeremy Miner by Jeremy Miner

        Next Level Podcast with Jeremy Miner

        149 Listeners

        The Sales Management. Simplified. Podcast with Mike Weinberg by Mike Weinberg

        The Sales Management. Simplified. Podcast with Mike Weinberg

        252 Listeners

        30MPC Hall of Fame | 30 Minutes to President's Club by Nick Cegelski & Armand Farrokh

        30MPC Hall of Fame | 30 Minutes to President's Club

        8 Listeners

        Revenue Builders by Force Management

        Revenue Builders

        154 Listeners

        Next Level Pros by Chris Lee

        Next Level Pros

        171 Listeners

        The Level Up Podcast w/ Paul Alex by Paul Alex Espinoza

        The Level Up Podcast w/ Paul Alex

        307 Listeners

        Pitch Me Podcast by Kayvon Kay

        Pitch Me Podcast

        29 Listeners